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In this tutorial, the speaker addresses the common sales scenario where prospects request a quote. He emphasizes that such requests can often be deceptive, urging sales professionals to assess how genuinely qualified the prospect is. The speaker points out that many salespeople hesitate to ask direct questions out of fear of jeopardizing the sale due to their attachment to closing deals. To enhance their closing success, he advises salespeople to focus on effective qualification. By asking qualifying questions, they can simplify the sales process and improve their chances of closing successfully.
